Account Management Director

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The Account Management position is a key sales role for HCL’s Tech Growth Accounts. The candidate will develop revenue-producing relationships with decision-making CxO level executives, as well as drive the sales cycle of all assigned sales opportunities from initial prospect communication through contract execution working along with Pre-Sales, Solutioning & Delivery teams onsite and offshore. The ability to seed Deal Shaping concepts and independently lead proactive solutions for the identified account will be key success criteria.

Responsibilities:

• Achieve monthly, quarterly and annual sales targets and execute business development plans, creating long-term positioning and sales strategies utilizing HCL’s Vertical offerings.
• Personally develop strong, long-term relationships and referrals with senior management.
• Achieve sales management and portfolio diversification goals by building an optimal sales pipeline
• Manage the end-to-end sales process for all opportunities including initial client communication, on-site presentations, RFI response, multi-day client workshops, RFP submission, negotiation and deal signing. The candidate is the focal point for all communication and sales activities with prospects and customers.
• Work in close collaboration with the presales team & delivery teams to ensure that proposed offerings and services fully meet customers’ business and technology needs.
• Provide leadership to the client during initial phases of engagement. Follow up and ensure total client satisfaction through the life cycle of the relationship.
• Support the team’s market research, accountancy research and competitive positioning analysis in partnership with regional presales and marketing staff.
• Lead new business sales to selected clients Continually contribute to the assessment and development of client’s propositions.
• Actively engaged Service and Industry Practices, Centers of Excellence and Delivery Centers at all stages in the sales cycle
• Demonstrate sales leadership and always Ensure that presentations and proposals are of the highest quality in content and form Deliver regular, accurate and open management reporting.
• The person should be able to handle first level technical discussion around understanding the customer challenges and build the solution in line with them without completely dependent on the backend teams – “Understand technology”.
• Understanding of core services that an organization like HCL offers – Application Development, Maintenance and Infrastructure services
• Understanding of cloud services and sales – Cloud
• Will be involved in contract negotiations along with contract management teams from the company to bring the opportunity to successful fruition. This includes requirement understanding, solution development and fine tuning with customers, management of complete Sales cycle – prospecting to contract
• Will be involved in post contract management of the Account including escalation management and customer relationship management.

Skills, Experience and Qualification

• Strong network of contacts
• Experience of the strategic / consultative sales process
• Able to converse to a deep level around business strategy challenges (not just IT), particularly business models, supply chain and operations
• Knowledge of industry trends, Automotive, Manufacturing, Consumer, etc.
• Strong numerically and analytically
• Able to quickly understand and discuss a client’s business environment and add value by addressing business challenges
• Understands how to build an increasingly complex bid and operations models
• Entrepreneurial approach to new opportunities, able to design cross-selling strategies
• Ensure that solutions are beneficial to clients
• Strong negotiator and mediator

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Project Management and Sales

• Industries

  IT Services and IT Consulting

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